PROFESSIONAL SELLING

This dynamic and hands-on 2-day workshop will help those in sales to:

•  Develop effective selling skills
•  Handle difficult customers and win them over
•  Motivate the sales team
•  Achieve customer service excellence
•  Build relationship marketing skills
•  Monitor and measure customer satisfaction
•  Design a market intelligence system
•  Beating the competition in selling
•  Developing superior product knowledge

INTRODUCTION

The sales professional is undergoing tremendous change. The increasing competition and sophistication of customers require professional salespeople to possess higher level of skills and competency. Understanding customer needs, industry changes and competitor strategies have become crucial in the process of selling to win over customers. This workshop provides the most up-to-date practices and case studies of how professional salespeople maintain their edge and increase their sales performance. It also provides lessons of the latest selling strategies, customer needs, motivation approaches to develop a successful sales team. It is a must for sales executives and managers who want to understand customers better, learn effective selling strategies, build a strong and motivated sales team and improve their sales performance.

BENEFITS

This 2-day practical, intensive and comprehensive workshop will equip executives with the necessary skills, knowledge, tools and techniques to manage and sell more effectively. As effective sales professionals , some of the benefits you will acquire from this workshop include:

•  understanding the changing needs of customers
•  acquiring knowledge of the principles and practices of effective selling strategies
•  applying tools and techniques of motivation to your sales people
•  learning how to monitor and measure customer satisfaction
•  developing a sound marketing intelligence system to monitor the market place
•  achieving the latest techniques to beat the competition

PROGRAMME OUTLINE

DAY 1

MODULE 1:INTRODUCTION ON MARKETING & SELLING  

•  Marketing Versus Selling
•  The Role Of A Professional Salesperson
•  Understanding The Selling Process
•  The Profile Of The Top Salesman In The World
•  Video Presentation  

MODULE 2: DEVELOPING EFFECTIVE SELLING SKILLS  

•  Investigating Buying Motives
•  Understanding Buying Decisions
•  Developing Effective Relationship Marketing Skill
•  Effective Selling Strategies By World's Top Salesperson
•  Role Play: Managing The Difficult Customer  

MODULE 3: DEVELOPING A COMPETENT AND MOTIVATED SALES TEAM

•  Recruiting The Right Salespeople
•  Training The Sales Team
•  Building The Team Spirit
•  Case Study On Professional Selling

DAY 2

MODULE 4: MOTIVATING THE SALES TEAM  

•  Understand Motivation
•  Evaluating Sales Performance
•  Developing Effective Sales Compensation
•  Debate Session

MODULE 5: ACHIEVING CUSTOMER SERVICE EXCELLENCE  

•  Customer Service Myopia
•  Understanding Customer Value
•  Monitoring and Measuring Customer Satisfaction
•  Games On Creative Problem Solving  

MODULE 6: UNDERSTANDING COMPETITORS  

•  Identifying Competitors
•  Analysing Strengths and Weaknesses Of Competitors
•  Assessing Competitor Strategies
•  Designing A Market Intelligence System